agent quest best possible advice for launching your real estate career from the industry leaders

1

BEST PossibleAdvice for

launchingyour real estate careerfrom THEIndustry Leaders

Your trusted sage as you embark on the quest to discover YOUR path as a Realtor®.

TERI CONRADcurated by

2 31-778-887-8374 • e: [email protected] • www.agentquest.ca • @TeriConrad • @ConvosTMatter

You are about to embark on an AGENT QUEST! You’ve chosen

an AWESOME industry and I personally welcome you and wish

you endless success as YOU choose to define that. Enclosed in

this free ezine is THE BEST ADVICE from some of Real Estate’s TOP

industry leaders from all over North America; different markets;

different roles and different brands but you’ll notice some

similar themes and decades of experience and wisdom. It is my

personal mission to empower newer agents and my hope is that

the wisdom shared here will help streamline your business and

move you forward seamlessly!

Not all of it will speak to you and that’s ok! You don’t have to do

EVERYTHING. Choose the methods that speak to you and your

values and just get going. Believe in yourself! Get help where

you can and remember: THIS is a RELATIONSHIP business—

your success is directly proportional to the the quality of your

relationships and the amount of time you spend investing

in them.

Please take the time to digest. Keep this by your desk and review

often. I promise you: These tenets of real estate business practices

will serve you well your entire career. Special thanks to all the

generous, amazing role models who shared their hard earned

wisdom. You make the industry better every day!

Cheers!

@TeriConrad @ConvosTMatterFounder of Agent Quest; Teri Conrad Consulting; Real Estate Coach and Host of Conversations That Matter

Teri Conrad

In the right hands, your day can be a finely calibrated mechanism for taking advantage of limited resources — a solid routine fosters a well-worn groove for one’s mental energies. If the goal is building a sustainable business, so you’re enjoying life and growing as an individual every step of the way – what should your day look like? Your Day…Everyday:

dave crumby@DaveCrumby

CEO & Founder: Realvolve | Author: REAL(excerpt taken from Dave’s Realvolve Blog)Highlands Ranch, Colorado

• Work. Meet 3 new people a day. Call 10 people in your People Portfolio and have a real conversation. Let them know you’re grateful for them. Listen to them and what is going on in their life and what they’re passionate about. Calling 10 people on the phone a day and having a conversation about life – is more rewarding and effective than sending out 10k emails of canned bullshit.

• Play. Do something fun Everyday. Laugh. Use your body. Go on a bike ride. Run fast. Skip. Play a game. Find the joy in little things.

• Fit. Your health and fitness matters. You have one vehicle to get through life with. Take care of it. Exercise will improve every area of your life. Plus it makes sex better and you’ll make more money – If THAT isn’t reason enough, I just don’t know what to say.

• Push. You have to keep growing. Push yourself out of your comfort zone. Daily. Make that call you’ve been putting off. Learn something new. Do not become stagnant. Your People Portfolio demands that you keep growing (otherwise, why would they want a continued relationship with you?

(The rest of this article can be read here: http://blog.realvolve.com/lost-chapter-of-real-a-day-is-a-lifetime/ )


When building a business, you need to start with the basics; a plan. A business plan and a separate marketing plan are a must. Things you need to determine up-front:

• What are your financial goals? • What is your budget? • Are there things you’re simply not willing to do as an agent (like door knocking or cold-calling)?

Next, what are your lead generation pillars? After all, without leads, nothing else matters. You’ll need a mix of tried-and-true, as well as new lead generation techniques. Some tried-and-true ideas are cold-calling, door knocking, postcards, direct mail, sphere and networking. Also consider new lead generation techniques such as syndication websites (Examples: Zillow, Realtor.com and Trulia), website SEO (search engine optimization), SEM (search engine marketing), social media and home valuation landing pages.

Once you have your plans in-place, it comes down to the basics: relentless consistency, time management and resolve.

chris speicher @SpeicherGroup

Co-Founder & REALTOR®The Speicher GroupOlney, Maryland

1-778-887-8374 • e: [email protected] • www.agentquest.ca • @TeriConrad • @ConvosTMatter

My advice is simple...

1 Get your head straight. Figure out exactly what you want. Set goals. Affirm them every day. Work toward them. Stay focused on them.

2 Make a DAILY ACTION PLAN and stick to it. Whether it’s calling 5 new contacts every day or sending out mailings or making videos, whatever. Just make a plan, be consistent and stick with it.

3 Decide what you are really, really good at and DO IT. A lot! Then, get help doing everything else. In this business, it’s a big waste of time trying to be the face of the business AND the tech support AND the showing agent AND the money manager, etc.

peggy lyn speicher @PeggyLynS

Co-Founder & REALTOR®The Speicher GroupOlney, Maryland


The secrets to success (in real estate AND life) ....

1. Be true to yourself. In doing this, you will attract the kinds of clients that you want to work with, and they will adore and respect the heck out of you. This is one of the most important things you can do in your business and your life in general. It will help you

keep balance. It will help you keep perspective. It will help you be successful on your terms.

2. Take time for you. This job can be so very rewarding, but it can just as easily suck the life out of you. You have to make time for yourself - put it on your calendar and respect that appointment as you would any other appointment. Whatever helps you come back to center, do that - meditate, read, spend time with your family and friends, run, travel - do something that gets you AWAY mentally or physically or both.

3. Build routine into your day. When you have a conventional job, you come to work and have a set of tasks that you need to get done within a certain amount of time. When you are a real estate broker you don’t have that same structure inherent in the job, so you must create that for yourself. Come up with a daily routine that works for you, and stick with it. It’s easy to lose focus and motivation if when you wake up, you don’t know what you need to get done.

4. Treat your business like a business. YOU are your business, and you have to treat yourself that way. I’m not saying that you can’t have fun, you totally should. But you need to remember that this is your job.

5. Learn as much and as often as you can. No one can learn everything, but everyone can learn a lot about a few areas. Find out what you and your clients are passionate about, and never stop learning and growing in these areas. Love technology? Always be striving to learn more about it. Love photography? Take some classes, or get out there and shoot pictures. Always keep your mind open to learning more.

6. Share what you know and learn. Knowledge is wasted if it isn’t shared. Some of the smartest people I know are also the most generous with their knowledge. If you learn about something that may help someone else out, tell them - show them how to do it - help them grow.

7. You don’t have to spend a lot of money to be successful. Yes, you have to spend some money, but you don’t have to go into debt to get started and be wildly successful. Find a couple key programs and services (ask for suggestions) that will work for you and that you’ll use consistently (LOTS have free trial periods, so look around and find the ones that fit), and then implement them. Consistency is key if anything is going to work. But you can find amazing tools that won’t cost more than a few lattes each month.

8. Love your clients. Your clients can make or break you, so learn to love them in ways that they feel it. This is a personal business, so get to know them on a personal level and connect with them. When your clients become your friends, they will also become your advocates. And advocates will tell everyone they know about you and how great you are.

If I was a new agent entering the real estate industry my advice would be the following;

Join an amazing team. And I do not just mean a busy team. But an amazingly highly respected team where you can learn, experience and absorb everything and anything that is real estate even. That includes not only all the “beautiful & shiny” things that real estate offers but also all the challenges that real estate brings each & everyday. From contracts, lender guidelines & appraisals to staging, photography, pre & post processing of photos, editing video, print campaigns and the entire social media & web content strategy. This team would HAVE TO have systems in place that are actually used every single day... From lead generation to lead conversion to lead nurturing. From digital transaction management to eSigning and being 100% location independent by using you iPhone/iPad to manage the entire transaction. And finally, this team

would need a culture that is pure, genuine & intentional by giving back to their hyper-local community. Is this too much to ask for? I do

not think so. I have met so many truly amazing people in this industry and I am re-affirmed each day that these people

do exist.

raj qsar @RajQsar

Principle/Owner The Boutique Real Estate Group Orange County, California sunny lake

@bhamsunny

Sales Manager Coldwell Banker Bain - BellinghamBellingham, Washington


Your first 60 days in the real estate business are extremely important to your future success. Beginning to understand the complexities of real estate, absorbing training, seeking practical experience, making financial adjustments, investing in yourself, getting to know your fellow associates, the office routines, the psychology of listing and selling, learning your market and trying to understand financing, handling successes and little setbacks are just some of the adjustments you will need to make and meet, over the next 60 days.

Sound overwhelming? It certainly is…but the challenge is so exciting!

Things To Do?Below is a list of items that need to be addressed during this period of time. Becoming organized and scheduling your activities will help keep you on track and ensure success in a short period of time. Prioritize these items.Your “TO DO LIST”

• Establish a routine that you are in the office every day for a specified period of time, prepared to prospect (also knows as “business development”)

• As soon as possible, make an appointment with your Manager and Administrative Manager to complete the necessary paperwork, forms and applications required by your company. Completing the paperwork sets all the wheels in motion to begin promoting your career and to become familiar with your office.

• Get your photo taken immediately by a professional photographer. In addition to your business cards, there are many other reasons you will need your photo – marketing pieces, web pages, social networks and blog sites, etc. It may be your first impression for many consumers so make sure it looks good.

• Attend an Orientation session with your local Board of Realtors. This class will introduce you to the board, Multiple Listing Service, listing forms, services, etc.


sean carpenter

@seancarp

Director of Agent DevelopmentColdwell Banker Ohio NRTColumbus, Ohio

• Prepare your briefcase or portable office. Have some home buyer packets and home owner packets with you at all times. You may wish to have some extra Consumer Guide to Agency Relationship Brochures and Buyer agreements. Even though most smart phones or iPads have a notes function, it’s wise to always have a note pad, sample forms, highlighters, pens, etc.

• Take some time to familiarize yourself with your company’s packets for Buyers and Sellers. The material included in them is very well-organized, but you will need to learn what the materials mean so that you may explain the forms to buyers and sellers.

• Prepare your car for business. Keep it clean and in good repair. Handy items to have available are flashlights, tissues, note pads, mileage/expense book, etc. Consider a GPS if your phone is not equipped with a mapping app. Remember, you will be spending a lot of time in your car.

• Practice using the MLS system. Sign up for classes at your local board to enhance your knowledge and become proficient with the MLS and various online tools it provides. Learn about the new computer hardware, palm devices, laptops etc, that can interface with the MLS outside the office.

• Find the builders and models in your market areas. Become familiar with the different builders and introduce yourself to them. They will be happy to help you and to explain the benefits of their products. Begin collecting floor plans and model location maps. Explore areas outside your market. Developing good relationships with these builders will enhance your sales ability and knowledge. Even if you plan to focus mostly on resale property, having some connections on the “new build” side will help you.

• Get an appointment book or calendar application and start using it. You might try to plan a week in advance, knowing that alterations in schedules can always be made. Block out time each week for office and area meetings, special events, ongoing education, prospecting, planning sessions with your managers and open houses (at least 2 per month). It’s also important to include personal time. Remember…many of us got in to a career in real estate so we could spend more time doing what we enjoy.

• Determine what support tools work for you. Smart phones, mortgage calculators, a tablet, laptop or desktop computer are just some of the choices of tools that can help you be efficient in your business. Most cell phones are “smart” these days and can do almost all of these activities with just one device. Set up a contact management system to keep track of your prospects.

• Become familiar with your office’s and your area’s inventory of available homes. Attend all office and area tours. Schedule previews prior to showing Buyers. Inventory knowledge will give you strength and credibility in dealing with prospects and clients. Stay current on what is available, what has gone into contract, and what has sold. Run a daily MLS update. Your confidence level will increase and you will be more prepared to answer telephone calls or inquiries from the public.

• Write your own personal profile and enter the information on your company website. If you’re not sure what to write about because your new, follow this idea – Search for an agent in two or three random cities where you’d like to visit. Pick Dallas, Miami, Atlanta or Seattle for example, and find an agent you’d like to work with. Then ask yourself why you chose them? Was it because they were a fellow Mom or

...continued on next page


10 11

maybe they went to the same college as you? Perhaps they are a fellow runner or they collect stamps? Remember, people want to do business with people like them so don’t try to create a profile of what you want to be, write about who you are.

• Establish or sharpen your social media strategy. You don’t need to build a Facebook Business Page if you haven’t even updated your personal page. Facebook, Twitter, LinkedIn and YouTube would be great places to start.

• Explore your company website and intranet/virtual office. Make sure you know what the public can do or see. It will make you that much more empathetic to their questions.

• Begin to develop your listing presentation and marketing plan. Practice them daily until the words become your own.

• Develop your prospecting plan. It is something that must be done on a daily basis for the rest of your career. There are many methods out there, but they all involve seeing people and talking to people. Write personal notes daily. Get involved in your community. Network with people as much as possible. Create a business and prospecting plan and share it as soon as you can with your Manager. Then….stick to it!

• Define your goals and equate them to your business plan. A defined “road map” will help you focus on what it is you need to do to realize your vision. Written, specific goals that are reduced to daily activities will give you direction for the future. Plan to invest some money in personal marketing.

• Explore cost-effective ways to be visible in your community. Become a member of the board of a non-profit organization or volunteer for a community program. Ask for a press release about your community involvement.

• Send at least 3 marketing pieces containing information of value to your sphere of influence. This can be a newsletter, area market update, local events calendar, etc.

• Practice everything-your presentations, open house and telephone dialogues, and forms. Don’t be afraid to ask for help. You will find a great deal of support from the sales associates in your office. Your Manager is there to help you with every step of the way.

• Arrange to attend any post-licensing courses that may be required by your state’s Division of Real Estate. It is usually easier to attend these classes before you get busy. You may also consider waiting until the next “slow season” in your market as you may have more experience to contribute during the session.

When in Doubt, Do 3 Things WellI’ve had a pretty simple philosophy about how to succeed in this business. If you focus on these three things…just six little words, you’ll be okay. Build relationships, solve problems and have fun.

1-778-887-8374 • e: [email protected] • www.agentquest.ca • @TeriConrad • @ConvosTMatter1-778-887-8374 • e: [email protected] • www.agentquest.ca • @TeriConrad • @ConvosTMatter 1-778-887-8374 • e: [email protected] • www.agentquest.ca • @TeriConrad • @ConvosTMatter

My tidbit of advice for a new agent is to get involved in the community. Not by making donations or writing cheques (there’s probably not a lot of $$ in the bank anyway), but by becoming an active member in the community.

Service organizations are a great start. Rotary, Lions, Kinsmen, Church, Odd Fellows & Rebekahs- wherever your interests lie. Not only are all organizations looking for new members but they also want people who are plugged in to the community and can lend a helping hand when needed. Beware: these groups can smell opportunists from a mile away so be sure to be genuine and sincere in your desire to serve. Being there just for the expectation of business is the WRONG reason.

The rocket fuel here is not simply the membership or attending meetings: it’s the extracurricular activities where you really get a chance to know others and have others get to know the real you. For example, I volunteer monthly at the Blood Services Clinic where I work with others for 2-4 hours. It’s almost always with someone I haven’t met before and they always want to talk about Real Estate. And, every shift I meet a friend or client who is in for a donation- what better time to snap a pic together for posting on THEIR social media?

Speaking of “real you”: this is not the person in the ads or on your For Sale signs. People find out who you are when you are not in your Real Estate environment. Consider volunteering in a soup kitchen, your kids’ sports teams or even the recreational boating club. People get to know you when they see your interactions with others and how you work under pressure.

Finally, organizations are almost looking for leaders to join their organizational Board. My background in organized Real Estate (you should sign up at your local Real Estate Board too!) has meant I’ve been invited to join several Boards over the years. They want individuals who have business experience, are connectors and are leaders. Our hugely flexible schedules are another bonus. Don’t fool yourself thinking you might become the Agent for the organization: fellow Board members on all the organizations I serve on already have their own personal Agent of choice so don’t even try stealing them. However over time, as you work together and can show your value you’d be amazed at how often these people will refer you acquaintances or those in their extended social circles!

You might be surprised to learn I devote nearly 50% of my week to volunteering and community work but International sales trainer David Knox was quick to remind me that my prospecting comes in the form of my community work. It’s easy, causes me to get in front of new faces daily and costs basically nothing. Plus it has the side benefit of raising my profile in the community and often has the effect of being an “ice breaker” when meeting a new client.

The community needs you- and it can also catapult your business!

tony joe@TonyJoeVictoria

REALTOR® and Serial VolunteeristTony Joe - Personal Real Estate CorporationRE/MAX Camosun Victoria, British Columbia

12 131-778-887-8374 • e: [email protected] • www.agentquest.ca • @TeriConrad • @ConvosTMatter1-778-887-8374 • e: [email protected] • www.agentquest.ca • @TeriConrad • @ConvosTMatter

As I look back at my start in real estate 10 years ago I can point to 3 things that made the difference for me:

1. Relationships—There are actually 3 I want to touch on. First and foremost is the relationship with your sphere of influence. You’ve got to constantly be building and interacting with this group of people. Too many agents make the mistake on focusing on the transactional and not the relational. A transaction will pay you once, a relationship will pay you time and time again. It’s the best investment you can make. The second relationship is with your fellow agents at all three levels (locally, state and national). Those relations have continued to pay dividends for me, from tips, advice, to even a shoulder to cry on. More importantly is being the agent they want to do a deal with, and not the agent they are afraid to work with. Last, but certainly not least, the relationship with your broker. While I had a great relationship with mine early on, I now understand this more than ever as a broker myself 10 years later. This person can literally make or break your career, and yet so many approach this relationship as not a partnership. Your broker is a busy person, approach them from a mutual success standpoint. Give back, make things a win-win for both of you. If you are constantly taking from them, how likely do you think they are to give?

2. Systems and Technology—Thankfully this was easy for me as I love both. This made me successful as it freed me up to focus on the relationships. It also helped me avoid

problems and mistakes giving me even more time for the relationship side of my business. Find the systems and technology that work for you and work them!

This is where those relationships with other agents helped me tremendously as I could ask about the systems and technologies that were making those agents successful.

3. Commitment—When I jumped into real estate I did so with BOTH feet. You could say I burned the ships as Cortez mythically did. I went all in and

didn’t have a backup plan. Looking back maybe that was crazy of me, but it insured that I was committed to succeeding in this business. As a broker I get

to see many types of agents and it’s always the committed ones that end up succeeding. You’ve got to define your own level of commitment, but just remember

that your level of commitment determines your level of success. I have yet to meet a part-time agent outproducing their full-time committed peers…

chris nichols

@UtahREpro

Managing BrokerPrudential Utah Elite Real EstatePresident-Elect of the Utah Association of REALTORS for 2015American Fork, Utah

5 FREE Ways For A New Agent To Build A Strong Foundation

1. Always, Always, ALWAYS put your client first. The only way to have a successful and enjoyable career is to delight your client so that they turn into a

“raving fan” of yours. You will never find a better marketing plan than happy past clients.

2. Never, Never, NEVER concern yourself about the individual commission cheque. Nothing will distract you from item #1 more than focussing on “the cheque”.

3. The “industry” likely doesn’t know what’s best. Just because most of your colleagues’ websites “look” and “function” a certain way doesn’t mean yours

should as well. Listen to what potential buyers and sellers want in a website and deliver that … and this isn’t just about websites… apply this thinking to every part of your “client experience”. *WARNING* When you start to do things “different” than others … you will hear it from them. Ignore it! It usually means you are on the right path.

4. Play to your strengths! Identify what you are really good at. Leverage these skills as much as possible … until they are razor

sharp. If you are good at the written word … blog. If you have an energetic personality … do video. If you are great at open houses … buy some signs.

5. Be curious! This business is constantly changing … so you need to always be learning. Identify great agents who are

doing things right … learn from them. They will be willing to share. For example, when you have a great experience at a restaurant … identify what they did to create that experience and implement it into your business. When you have a “failure” (not a bad word) evaluate what went wrong and put systems in place so it doesn’t happen again.

michael thorne @ImMichaelThorne @MobileAgentTV

Realtor® with the TMB Team RE/MAX Little Oak Realty Langley & Creator/Cohost of Mobile Agent TVLangley, BC, Canada


Advice for the Brand New Real Estate Agent:

Budget: A lot of times the new agent will not have a budget or even consider that they are opening up a new business that is going to require advertising, overhead and coaching dollars. If I had to do everything all over again, I would have started with bank roll of about $15-$20,000 to get me set up with a coach, websites and living expenses for the first 90 days.

Business Plan: Again, most agents don’t realize they are running a business until they are out of business. Any business owner will tell you that a road map to success is critical. Having a business plan with set out targets will keep an agent on track to do more business in a shorter amount of time. It will also lessen the amount of time they will spend on the couch waiting for the phone to ring.

Systemization: Most trainers talk about systems, ‘you gotta have systems’. Well what exactly is a system? A system is a pre set plan that is set into motion for either your lead generation, marketing, buyers or sellers experiences.

kelley skar @KelleySkar

Team Leader-Kelley Skar & AssociatesCIR RealtyCalgary, Alberta, Canada

Lead gen and the buyers kind of go hand in hand, however, what happens after you get the buyer as a client? There should be another system for keeping in touch. Systemize the transaction and make sure the agent is staying in touch all the way through. What is the system for follow up after the transaction closes. One of the biggest mistakes agents make is not following up with their clients on a regular basis AFTER they move into their home. The other mistake is thinking that staying in touch is a vehicle to get referrals from those clients, that, that is the primary focus, it’s not. Primary focus should be to deliver value on a monthly basis so that they continually see you as a helpful expert in your field.

Coaching: A lot of new agents don’t have a lot of experience in this type of commission sales. Finding the right coach to help guide will pay off in big, big ways. Way more than any sum that you will pay on a monthly basis. The coach will help with everything mentioned above but will also help to keep the new agent on track and on task. Identify what it is that you need from a coach, interview as many coaches and organizations as you can and go with the one you feel will be best suited to your personality and has the best experience to help guide you.

SOI or Sphere of Influence: It is true what they say, make a list of everyone you know and write them down. Then go about collecting all of their contact information. Then put it into a database, even an excel spreadsheet will work for now until you find the right CRM. Then I would go a step further and start looking for that SOI on Facebook and Twitter, friend them up and make sure they know you are an agent. Your SOI should include your social contacts, this is where a ton of business can come from and in this day and age, should come from.

Advertising/Marketing/Lead Gen: If you don’t have a large SOI then look at going online. Get yourself a good website that is going to help you generate leads. Look at REW or BoomTown or HVL, put money and time into theses sites as they could very well be the foundation of a great business model. If you do have a large SOI then I would be putting an equal amount into marketing to those eyes and ears as this is where you will likely get the majority of your business. Make sure you are staying in touch on a more regular basis than just once a month. Studies show that if a potential client sees you marketing piece 3 times, they might remember your name but won’t remember your profession or your company. If they see it 7 times they will likely remember your name and might remember your company. If they see it 27 times over the course of 12 months, there will be no question as to who you are to them. Formulate a VALUE ADDED plan of action for your SOI and stay in touch on a more than regular basis to generate those solid leads.


Obstacles Are Our Opportunities

If there is one thing I’ve noticed in the real estate industry its the tendency towards irrational, emotional reactions to bad situations. I’d advise anyone new, or seasoned, to the industry to strongly consider adopting some principles from the great historical Stoics, like Marcus Aurelius.

The principles usually explains as having a lack of emotion, but there is much more nuance than that.

At it’s core, it’s the idea that acting on external factors with negative emotions creates a disconnect between the world as it is and your expectations of the world. It focuses on looking for the root of a problem, understanding it, then accepting it. It is the way it is, and you getting upset or strung out about things not being what you wish them to be doesn’t change anything.

chase thompson

@Chaseth

Real Estate Investor, Entrepreneur, Speaker, TrainerSan Antonio, Texas

Coming up short on an appraisal is a great example. I’ve seen deals explode over this because agents, loan officers, etc. fly off the handle. Instead, investigate the reason, talk to the seller’s agent about the potential of locating more appropriate comps for the appraiser, use it as an opportunity to go back to the table for your client, etc. Being the party with a level head, and the one that uses the obstacle as a way to a solution will make you an invaluable resource to the client.

Like great modern Stoic Nassim Taleb says,”Stoicism is about the domestication of emotions, not the elimination.” The real estate industry is already a supercharged emotional scene for most people whether they’re first time home buyers, new investors, move up buyers, agents, loan officers, etc. Everyone talks about finding your niche. Well, how about staking your claim as the agent that turns obstacles into opportunities.

A lot of trainers and managers go with the same “work your butt off / you can do it” approach. There are also SO many thing like sales training, techniques and closing skills which are incredibly important to internalize and them make them your own.

How ever if I had only a few minutes to sit with a new agent over coffee and give them my best advice...?

1. Smile! You always want to look approachable. Even if you’re not working, you want to walk into a room with a smile on your face because you never know who is going to see you that five minutes from now, because you looked so “approachable” you’re now having a conversation with and they say... “Oh! you sell Real Estate?”

When you walk into that room, smiling, you may only be able to pull off eye contact with two maybe three people.. But you know that there are more then double that number that looked at you when you were not looking. So yes... Smile. :)

On the phone too. People can hear it in your voice. If you don’t feel you can get this get a mirror or turn on your web cam when you’re making calls to remind yourself to smile. 2. Unless you are asked, NEVER hide behind the fact that “I’m only new”. More often then not people will already have faith in you because you are the agent. If you start telling them that you are “only new” then their feelings, if only subconsciously will change. And when a deal is falling apart at the eleventh hour they need you to NOT be “only new”.

3. Always act like your best client is watching you. Dress the part. Stand tall. Be respectful. Don’t Soap Box or Rant. You may have strong opinions but your best client might just feel differently, and when they read your Twitter or FaceBook Rant, they might not be that comfortable working with you any longer. **The client is NOT always right but they are King/Queen.

roy rissanen

@RoyRissanen

Realtor® at RE/MAX NovaHalifax, Nova Scotia, Canada

4. Goals...have them. Set them. Work at them. You will need them. However do not share all of your goals with everyone, keep some to yourself and share it in your results. If feels really good to have someone come up and say “wow you did really good last quarter. congratulations”. There is that feeling of satisfaction that you get from that. However when you set that goal three months ago, if you went and told an other agent “Hey. look at my goal! I’m going to sell x-number of homes, and with that extra money I’m going to....” Well sharing that story releases the same reward feeling AS IF YOU HAVE ALREADY DONE IT. And it’s at that point you are LESS likely to work AS hard toward that goal.

Want to test that??? Write your goal on a note and don’t tell anyone. Put it in an envelope. Tell your manager/broker to open it in three months and read it to all the other agents. Just wait and see how hard you will work to make that goal happen. ;-)


In my world, new agents are a necessary evil. We need to include them, but they are not a ready source of escrows. Those come from successful teams we try to pull to our company. I am getting pretty good at vetting new agents and figuring out which ones get it or have the drive to succeed.

So, if I was a new agent, what would I tell myself to do?

My mission statement would be,“I will only expend energy on activities that create, build, foster or further relationships. Relationships are the cornerstone of my business and without them I cannot succeed.”

So, with that in mind:

1. Focus on my the sphere. No surprise here, but by forcing myself to reach out to my entire “database”, it would start conditioning me for the thousands of phones calls and contacts I will be making as I move forward with my career.

2. Really learn the marketing tools my MLS offers. Here in AZ, flexMLS has amazing marketing opportunities, like petals and auto emails that are severely under-utilized by most agents. Get this down before going on the inevitable shiny object hunt.

3. Hook up with a mentor. Every brokerage has them. Successful agents not afraid to share their secrets. The reason they will share is very few, if any agents will do the hard work required to be successful. Surprise the mentor and work hard. It could lead to referrals, or possibly a spot on their team.

4. Connect with valuable industry partners. Ask around for the best lenders, title reps, inspectors, etc. Reach out to them and listen to them. They work closely with successful agents and will gladly share info to make you successful. Classic win-win.

5. Set aside blocks of time to prospect by phone. I can’t stress enough how important it is to get really comfortable using the phone. It is the most important piece elf technology.

6. Get a Placester website. For only $40/month I get a ready to go Wordpress site that looks great and makes me look professional. I’m not worried about it being a lead generator. I just want it to look good when I send people there.

bill risser @BillRisser

VP/Director, New Media and Education Chicago Title Agency, IncPhoenix, Arizona

My advice to new agents—before you even start, you have to choose a brokerage and a broker with whom to work with. Every agent that is looking to join my brokerage has the same question, it’s always the first, and typically the only, question out of their mouths: What are your fees?

My advise, don’t ask about fees, at least not the first question out of your mouth. Your first question should be, “What value does your brokerage offer to it’s agents?” and, “Tell me why I should come and work at this brokerage.?”

I’m finding out very quickly that most brokerages, at the end of the day, charge roughly the same amount. When I start talking about the value my brokerage adds to them we have a much more sincere and fulfilling conversation about what exactly the agent is looking to achieve and what the brokerage is trying to achieve - and then we find out pretty quickly if we’re a match or not.

I guess, my advice is, fees mean very little, value is everything. Make sure as an agent you feel you are getting value from your brokerage of choice.

richard greaves @SoldByRichard

BrokerRE/MAX Alpine RealtyCanmore, Alberta


I just recently met with a young woman who was thinking about getting into this crazy business, we call real estate. I was impressed that she would reach out to me as the President to talk about real estate and said to her, let’s meet for coffee (not wine) and talk.

1. I told her this is a business that is full of highs and lows! So you will need the ability to boost yourself up during the lows. But just understand that even me with 35 years in the business, still have lows. It is the norm, period!

2. This business is easy when you are busy! But it is ‘the pits’ when you don’t have anything going on! So, join a team to start with! This will give you the support, guidance, training, supervision, role model and most importantly - leads!!

I then referred her to two great teams. I called the team leader and gave them her name and told them I was referring her to two teams and that I would meet back with her to discuss what she found out and experienced.

steve babbit

@RochesterREguy

Stephen J Babbitt, CIPS, CRS, e-PRO, GRI, HOMES, RSPS, SRES, SFR, TRCRealtor®, Associate Real Estate Broker2012 and 2013 President Greater Rochester Association of REALTORSRochester, New York

We met again and discussed each team and then I told her to go back again for a second meeting and then decide. I have been in touch with her since then and she is doing well and very happy with the team she is on!

Okay, now for tools and marketing.

• Listen to as many tapes, videos, webinars, etc. on how to do this business.

• Budget and plan to attend local, state and National conventions!

• Get on Facebook, Twitter, LinkedIn and other social media platforms!

• Set up a system for keeping in touch with your customers and clients.

• Call up experienced agents and invite them to lunch or coffee or drink and ask them questions.

To anyone who has just gotten their real estate license, or is studying to, congratulations. You are entering an industry and a career that will be defined, shaped and crafted only by you. The good news is, you will have amazing support through the people you choose for your “very first sphere of influence.” Starting with Agent Quest. There is a community waiting for you online, and offline.

You will have available to you technology tailor made for this industry.. all the way from doesn’t cost you anything, to “costs a lot”. You have a community where you live, and work, and this community will be your partner in creating your unique value proposition to your future clients. And although I have to be fully transparent that I haven’t sold a property under my name, I have helped brokers and agents tap into ALL of these things, from getting started, to getting better, to being the best. So what is my best advice getting started? Here are a couple ideas:

Build an online presence, AND a community - Get your own hosted website. Not your brokers website, your own. It doesn’t have to be perfect, but it needs to be mobile and responsive. Complete account membership and social media profiles on Zillow, Trulia, and Realtor.com. Have a professional profile on Linkedin. Create your profile on Google+. Use a professional photo across all of the platforms online.

Be Yourself, but be your BEST self, online and off. Share your passions, spark conversations, and listen to others. (Like Teri Conrad) You are now a brand. How do you want people to remember you? It’s what they say when the deal is done. Focus on that.

Know your community where your clients will live. Know the nooks and crannies. Know the businesses, and the people. Know the schools, the parks, the dog parks & the sports teams. Know the future plans of development your community. Know the neighborhoods, where the fun is, where the romance is, where the history is. Data and stats can come in reports. But YOU sell the home, the lifestyle and the community.

laura monroe @LauraMonroe

Dir. Industry Engagement & Social MediaInman NewsSan Francisco, California

Don’t build your database in a spreadsheet. This is the MOST IMPORTANT piece of technology to have and master: a CRM (Customer Relationship Management) If you want free - Gmail with Yesware plug in. Master it.

Never stop learning. Read the Millionaire Real Estate Agent by Gary Keller (even if you aren’t from Keller Williams). Read Inman.com and InmanNext.com. Go to conferences, meet and connect with other agents, join groups, get a mentor, and create your goals.

Craft your business model, your growth strategy —and choose the people who can help you get there. Then, never forget you’re the CEO of your own business. Own it, and go for it! Always find time to focus on you. You are the best when you are happy and fulfilled.


This business is pretty amazing.The highs are really high—you can make your own schedule, help people achieve their dreams, make a ton of money, and build your business as large as you want it to be. But there are lows in this business as well. There is fear of failure, fear of trying new things, money woes, and difficult people and situations. I have seen people at both ends of this spectrum in this business, and I have both celebrated and cried with them. The reality is that we work in an industry that you cannot fully control. Because PEOPLE are at the core of what we do, our business is affected by the fates of those people.

When I think back to my first years in this business, I remember clearly the moments that have shaped my career. I remember the young agents, struggling to pay the bills, but holding on to a passion for the business. I remember the older agents, struggling to hang on systems that were being challenged by technology and innovation. And I remember those who stepped up and became mentors to both of

valerie garcia

@ValarieGarcia1

Director of TrainingRE/MAX INTEGRAMississauga, Ontario

those agents – the new, and the experienced – both struggling equally. And I was inspired to become someone who would also mentor and teach and guide agents through ever-changing times.

If I could give a new agent any advice at all, it would be this:

Ask questions. Ask a lot of questions. Don’t be afraid to look foolish, or to admit when you don’t know something. Reach out to those who have a wealth of experience. Perhaps their systems are less current, but their war stories will be invaluable. Treasure and value those who have spent years slogging it out. Don’t disregard their stamina and passion. Find in them the mentor that you will be able to count on and reach out to. You never know, you just may be exactly what they need as well.

At the end of the day, people are at the core of what we do. And it’s not just about the ones we serve, it’s also about the ones we serve with.

Prospect every day. If there were one piece of advice every salesperson should take to heart, and practice more than anything else, it would be to prospect for 30 minutes every business day. Every day, whether you have no business or a lot of business at the moment. Without prospecting, nothing else you do in business really matters: You must constantly replenish your future sales pipeline. Prospecting is not “marketing” or “advertising” either: Those are passive support activities. Prospecting means actually talking to people every day. Try to have five conversations with serious prospects every day. Look for ready-made potential clients, such as people who tried to sell but failed (expireds), people online who are trying to sell on their own (fsbos) or people within your sphere of influence who might have a reason to sell or know someone who does. Five conversations of five minutes each, every day, and you’ll build a great career.

Use Your Company’s Stuff. New agents often make the mistake of thinking they have to re-invent the real estate industry, or do something “unique” to compete against other salespeople. This often results in a tremendous waste of time, money and energy. Once you pick a company, your primary goal as a new agent establishing themselves in the market should be to use EVERYTHING the company has already built. Spend as little money as possible re-creating anything; instead take advantage of your company’ website, personal profile pages,

matthew ferrara

@mfcompany

CEO at Matthew Ferrara Learning NetworkInternational Keynote Speaker and Philosopher at Matthew Ferrara & CompanyLas Vegas, Nevada



email tools, marketing plans, and so on. Leverage your company’ brand-name recognition in the market, and focus on selling not creating the business again.

Talk to, and Listen to, Your Manager. The greatest resource at most companies is their management team. As a new agent, schedule a time to talk to your manager twice a week: one to discuss your plans on Monday; one to discuss your results on Friday. Your manager can give you suggestions and guidance on the tools, techniques or resources available to help you implement your plans; at the end of the week, they can help you debrief, explore successes and mistakes, and prepare to make the following week even better. Wherever possible, as your manager to directly measure your performance: Ask them to attend your presentations, showings, evaluate your written prospecting or even listen-in to your phone marketing. Get as much management mentoring as possible.

Do Everything: As a new agent, your goal is to accumulate experience as quickly as possible. So volunteer to do everything. Don’t listen to “seasoned” agents who say “that doesn’t work” or “it’s a waste of time” because their career plans aren’t your plans. So, take as much floor-duty as you can; volunteer to do as many open houses as you can, and ask if you can accompany any of the experienced agents in your office who are willing to help you. Go on inspections, attend closings, and sit in the front row of every meeting your office conducts. Even volunteer to do paperwork and administrative tasks for a little bit each week: You need to know how things work in the business from all angles.

Take The Classes Nobody Attends. If you want to grow your business as quickly and professionally as possible, spend ALL of your money on education (rather than marketing, technology or lead-generation). Go to every class offered from your local real estate association, your company or industry events. If your company has online courses, take one a week until you’ve done them all; then repeat. Always sit in the front row. Listen, take notes, and if possible, talk to the instructor for more resources after class. And don’t forget to network with the people in the class: They can become your initial sphere of influence and contacts within the local marketplace.

ConfidenceWithout a doubt, confidence can be your greatest asset. Be it in a negotiation, a listing/buyer appointment, a commission challenge, or even just in your day-to-day with how you carry yourself—confidence will prove to

be what guides your business. But there is a difference between confidence and conceitedness. Just look at the

word, “confidence” should be an attitude that invites people to “confide” in you. Gain a level of comfort. A level of trust. A

level of understanding. Confidence isn’t just an attitude that you get because you want it. Confidence is gained because of what you

have to offer—your value proposition. Knowing your value and being able to convey the value that you offer—what sets you apart from the pack is extremely important.

As a new agent, you have no idea what your value is. That is because you have to define it. You have to decide what you are going to offer. It isn’t years of experience, so what is it? Know that, and much more importantly, clearly convey that to potential clients and you will have great success.

SystemsPart of what makes great agents great is that they work like a well-oiled machine. Every agent tells you that they work that way, but it becomes immediately apparent who does and who doesn’t. Those that do, have systems. Systems don’t mean you lack spontaneity, they just mean that you want to accomplish things in a logical, efficient manner.

Alyssa Hellman @AHellmanDC

Sales Manager and Realtor® Alyssa Hellman PropertiesLong & Foster Real Estate, Inc. Arlington, VA 22207


26 27

So what systems do you need?

1. A contact management system. This is probably the best financial investment you can make when just starting out because you will find that your sphere becomes your bread and butter. Having a way to keep your contacts, information about them, track transactions with them, and follow up with them regularly will allow you to establish a referral source that is essentially limitless. My CRM (contact relationship management) allows me to fulfill my personal goals as well as my professional goals, which allow my contacts to know that I value & appreciate them. And in turn, they value & appreciate me. Don’t be shy, but don’t make it about marketing either. Be yourself. Be authentic. Be personal. Be the person you want to be, and you will become the agent you want to be.

2. A calendar system. Different people feel differently about this, but I believe you need ONE main calendar. This calendar should have your personal AND your professional events on it. Sure, you can color code or categorize how you wish, but if you have multiple calendars in different places, you will inevitably mix up events and miss things. Real estate isn’t 9-5 and neither is life. Plan accordingly.

3. Checklists. I have a checklist system that I manually created for events with clients. For example, when a new buyer contacts me, I link them to a checklist that I follow on my calendar and within my CRM. This isn’t meant to be impersonal. In fact, it is the exact opposite. Having checklists before, during, and after a transaction ensure that things are not getting skipped & details are handled. When you become busy, you will see the value of this. I also encourage you to make these “living documents” - constantly adjusting them to fit your local guidelines & practices.

4. Templates. There is a big difference between “canned content” and templates. I template out almost every email that I send during a transaction. The difference between this & “canned content” is that I edit every email to add/remove items for particular clients. I want to be personal & conversational with my clients, but templating out emails regarding extremely detailed processes allow me to never miss details, regardless of how busy I get. It also allows me to quickly communicate with clients on-the-go.

5. Rigid Flexibility. This is a term that I coined a while back talking about systems. Systems are meant to be adhered to - thus, it is best to be rigid about following your systems. And trust me, it will make your life easier in the long run. That said, clients are people and transactions are transitions. That can never be forgotten, so much like you can’t just fit every person into the same mold, you need to be able to be flexible with your systems - not abandoning them to fit clients, but adjusting them to make it work for your clients. After all, it is about them. It needs to work for them & you.

MarketingMuch like the word “leads” has become dirty, I almost get the chills with I think of “marketing”. There are great books called “Un-marketing” that discuss the idea of personally connecting with people vs. mass marketing. I really like that idea and not only does it resonate with me, I genuinely believe that connecting with people on a deeper level than a newsletter or market update, or god forbid a drip campaign leads to better results. At the very least, it leads to more fulfilling results.

Yes, it is all marketing, but you never want your marketing to be viewed as that. Make it about them. Make it about the experience. On a much smaller scale, this will undoubtedly prove to be a more effective strategy.

Business vs. PersonalReal estate is a business first & foremost, but because of the unconventional structure of the business—it often creeps into our personal lives too. We work with friends & family as well as strangers and the line muddies over time. This is only the beginning as mobile has come to rule the practices we operate with. I encourage any agent, but especially new agents to reserve time for themselves. A time where you unplug and recharge. This will at some point inevitably lead to missing business or a call, but that’s okay. Taking that business when you aren’t 100% is doing both yourself and that client a disservice. Schedule & adhere to this time that you reserve for yourself. It will become more precious as you get more busy, but don’t sacrifice it over time. It is equally as important as the business you have.

1-778-887-8374 • e: [email protected] • www.agentquest.ca • @TeriConrad • @ConvosTMatter1-778-887-8374 • e: [email protected] • www.agentquest.ca • @TeriConrad • @ConvosTMatter



DON’T MAKE IT MORE COMPLICATED THAN IT ALREADY IS

In learning everything I can about today’s technology and social media, there are times when I feel completely overwhelmed and I know so many who share that feeling. My advice for up-and-coming real estate agents but also others who are trying to stay afloat in this tenacious world of technology is to simply do what makes sense. You could potentially drown yourself in social networks, apps and technologies, all of which I’m sure are 4-star rated and highly useful. But what makes sense for you? What feels natural? Ok you’re right, nothing feels completely natural, especially for us old folks who learned keyboarding on a legal-sized paper made to look like a typewriter.

But how about this? When you hear about the newest, shiny app take a quick jaunt through it. Are there things about it that could simplify your life (because we all know our lives need simplifying)? Can you envision opening that app (program/network or whatever it may be) once a day to help streamline what is otherwise a tedious process or to build a quality relationship that could potentially lead to more business? And if you’re an agent, is this something that you would want to use if you were buying or selling your home? If the answer is no, then move on and you can safely sit in the next tech conference feeling good that you’ve already heard and explored that app. If the answer is maybe, then it might be worth setting up a profile and trying it out – and by trying it out, I mean at least give yourself a week of using it fully before putting it on or off the chopping block. If the answer is yes, then voila! You’ve not only found a helpful new tool but you now have the opportunity to become an expert on it and to pass along your new-found knowledge and experience to some other helplessly overwhelmed friend or colleague. And please people, we all need help.

cory jo vasquez

@cjvasquez

Cory Jo Vasquez | Sr. Social Media Market-ing ManagerRE/MAX, LLCDenver, CO

When I started out in the real estate business, my biggest fear was probably the same as many other agents’: “What if they ask me how many homes I’ve sold?” There was an almost inescapable fear that every new client I met would find out that I hadn’t been selling for very long, and abandon me for a more experienced agent.

The interesting part, looking back, was that I’ve probably only ever been asked that question a half-dozen times by the hundreds of clients I’ve worked with. Those that did ask, always kept working with me, whether it was in my first year, or after five years. The fact that I didn’t lose clients over that single question isn’t nearly as satisfying today, though, knowing how much mental stress it put me through in my first year, as well as how it was detrimental to my ability to concentrate on my clients at the start of my career.

Being experienced in real estate is a big advantage. To downplay it would be disingenuous. However, a calm, practiced response to questions about experience can make the real estate transaction much more relaxed for the new agent and to the clients. More importantly, it allows the agent to focus on what the client really wants – a partner who is easy to work with, listens to their needs, and follows up professionally.

It’s very easy when you’re new in the business to try to craft the perfect answer to every client question. You may feel you need to know everything, and if you can’t answer a question about a certain home or property type, you’ll be exposed as inexperienced. In reality, most home buyers and sellers would prefer that you have an affable personal relationship with them, and let them know that you’ll “look into it a bit and get back to them.” While your knowledge is important to the client, your ability to make them feel comfortable is even more important. Nobody likes to spend their day with a fidgety, nervous wreck of an agent.

If you’ve really never sold a home before, it’s okay to tell your clients, “I’m working with my managing broker on your entire transaction. He/she is backing

sam deBord

@SEATTLEHOMEoCOM

Managing Broker | Seattle Homes Group | Coldwell Banker Danforth Director | Seattle King County REALTORS®State Director | WA REALTORS®

me up and will be reviewing everything in the contract to make sure we keep your home purchase/sale stress free.” To be honest, if you haven’t written many contracts yet, there’s really no excuse to not have that second set of eyes. Your clients will appreciate it, and your confidence in your working relationship will improve.

In the end, the number one reason my clients work with me and stay with me: We get along. When you can ignore your worries, genuinely smile and greet a client, have an entertaining conversation, and enjoy the in-between moments of your transaction relationship, you’re going to be much more successful in getting new business and creating return business.

Remember that the No. 1 reason people hire an agent is because a friend referred them. Home buyers and sellers want a relationship with someone they can count on, and someone they can get along with. Be honest with yourself and your clients about your experience, and you’ll not only gain more business – you’ll enjoy your career much more in the process.


My best advice:

I became a real estate agent in 2008 after having spent nearly 2 years as a Marketing Assistant for a team. I thought I knew what I was doing, having observed everyone around me do their job day in and day out.

However, I lacked the one thing no one ever really told me I needed: A plan!

Without a plan, I was spinning in circles and not making any progress. I would highly recommend a new agent sit down with a mentor and prepare a business plan for the first 6 months, first year and really nail down their vision of what they would like to accomplish. It makes things so much easier when you’re working towards goals and a clear cut vision of what that first year would look like.

I’d also recommend preparing financially for the impact of the cost for the first year in the business. There are many things you can do for free, however until the deals start closing you have to be able to afford to stay in business. Don’t be afraid to ask for help either. Best of luck!

rosemary buerger @rosebuerger

ERA Strother Real Estate Director of Education; Broker Associate , Fayetteville, North Carolina

1) Find a good mentor(s), aside from your office’s designated broker, and someone who is actively selling real estate full time. Take them to coffee on a weekly basis and ASK QUESTIONS. Have them hold you accountable to your goals. Also, a mentor with 30 years of experience is great, but the same could be said for a 32-year-old that has been selling for 10 years and has continued to grow year-over-year. Mentor ± older.

2) Have a business plan and execute it. (Here is a link to a very relevant blog post I wrote on this subject: http://bit.ly/1t1SWA7). Proactively look for business. Sphere/referral business is great for the long run, but starting out you need to be much more aggressive: open houses, expired listings, FSBOs, geographic farming (and now, big data target marketing: SmartZip), social media/online presence. I cannot emphasize enough on spending your time on income-producing-activities.

3) Choose a GREAT Customer Relationship Management (CRM) platform. Working your database consistently over time will have positive results. Grow this database DAILY.

rob reuter @Rob_Reuter @YPN

Manager, Young Professionals NetworkNATIONAL ASSOCIATION OF REALTORS®Chicago, IL

4) Technology is great, but do not plan to ever solely rely on it forgenerating business. Real estate is a relationship/people business which can never be replaced by microchips, robots, or websites.

5) Prepare to be extremely responsive whether it’s in response to a lead or an inquiry from one of your current clients. With today’s smartphones, people expect very timely responses and if you aren’t, you risk losing a lead or upsetting a client. Also, be prepared to communicate with clients based on how they want to communicate. If they prefer talking on the phone, texting, emailing, or DMing through social, be prepared to do it…quickly.

6) Bonus: do not burn through your first paycheck (or any, for that matter). Make sure you set aside money for taxes (30%?), retirement (10%), and for your business. You will need to spend money (wisely) to make money. There’s a reason why the average age of a REALTOR in the US is 57 and that is because they are, on average, working longer and retiring later. Start saving early in your career.


3 Daily Activities for New Agents

I’m not a proponent of part-time real estate. I don’t believe that it works. Agents and customers both lose. Real estate needs to be your career, not just something you dabble in. It’s not easy, and it’s not about making a lot of money; it’s about helping people with one of the most important things they’ll ever do (outside of having kids or getting married).

You need to put in a minimum of 40 hours a week, but it will probably end up being more like 60 or 70 hours per week in the first year. That’s the kind of time it takes to get the traction and build a foundation. You’re not going to be able to do it in 10 or 20 hours per week. And no matter how much time you put in, for the first 6 to 12 months, you’re likely not going to be making any money.

I usually use a restaurant as an example with my new agents. I say, “Okay, if you were starting a restaurant, what do you have to do so that people will know about you? What kind of money do you have to spend to be able to make your presence known and attract customers?” I let them know they’ll need a certain amount of capital to start their business. Just think of it as a startup that you’ll need to put money into.

Once you’ve got your time and capital expectations set, you can start thinking about building your day around three primary activities.

1) Prospecting. This is one of the hardest things to do. Who are you going to call every day? To stick with the restaurant example, you’ll do much better if you’re “Italian Food” or “French Food” or “Organic Food;” you can’t be successful if you’re trying to cover everything. So what’s your niche? Is it modern homes, a geographical neighborhood, a specific price range or demographic, or people relocating? Whatever it is, there has to be a list of people in your niche.

krisstinawise

@KrisstinaWise

CEO Goodlife CompaniesAustin, Texas

Once you acquire your list, that’s who you start prospecting. That’s the database you start building. Those are the people you start calling and the emails you start sending. You might start with 500 people or 5000 people - that doesn’t matter. When brokers say, “Go prospect,” this is the list you’ll turn to. And you’ll need to create a habit of prospecting every day.

2) Marketing. You have to have a 12-month marketing plan. To start, you need to send your network and your list (from above) at least one email piece each month. It’s important that you make it valuable, specialized content, not another piece of worthless SPAM. In other words, get creative (you have a lot of free time when you begin, so put your creativity to work). Social media needs to be part of your marketing plan, but shouldn’t be your entire strategy. Social media is a great tool(s) to use to stay engaged with your network of personal relationships. It’s important that they know you are in real estate and can help them with their real estate questions, needs and concerns, but don’t over do it. I suggest you spend an hour in the morning and an hour in the evening on your different social channels. The secret is to use social media as a tool but not let it become a distraction!

3) Networking. Real estate is about people. Many folks today are hiding behind a computer and trying to run a business. Sure, technology will play a role in your marketing and prospecting, but networking is about person-to-person contact. I’m not talking about social networking, although that’s a piece of it too. Social networking is about keeping in touch with people you already know. Networking is building relationships with people you don’t know. So, get out and meet people! What social circles would you like to be involved in? Where can you volunteer? If you have young kids, their school may be a great place to volunteer. If you’re interested in business, a Chamber of Commerce might be a great place to get started. It doesn’t matter where you go, as long as you’re being purposeful and strategic about your networking. Show up and participate! Be engaged! Be an offer of help first and then tell the world that you can help them with their real estate needs.

And, one final piece of advice. As you start (and throughout your career) treat your database as your number one asset. It doesn’t matter the contact/relationship management system you use (CRM) as much as it matters that you acquire complete contact data and information. The more complete your contact data (name, email, address, interests, notes, previous communications, email opens, etc.), the more valuable your asset. Your business grows as your database (list) grows, assuming of course that you treat it well and use it for the valuable asset it is.

So there you have it, my advice to new agents in a nutshell.

• Approach it as a full-time career. Expect long hours and a capital investment. Expect to be starving for the first 6 to 12 months.

• Focus your days around three crucial tasks: prospecting, marketing and networking.

• Build a database to become your number one asset.

Good luck, new agents! Keep me posted on your progress.

34


Welcome to Agent Quest

My purpose is to encourage and empower new realtors to create inspired, heart-centered businesses in alignment with their chosen path. I personally know the pain and agony many new realtors experience once they pass their exams and start out in their business. I’m passionate about helping you prepare and plan for your journey as a realtor so it goes as smoothly as possible.

You’ve probably heard of IQ and EQ… Now there’s AQ! Agent Quest blends the LOGIC (IQ – your intelligence and skills) with the MAGIC (EQ – your heart and your passions) to develop your AQ. We fill the void for agents who want to approach their realty business from the heart, as well as the head.

Agent Quest offers an educational, inspirational ‘graduate program’ for ultra-committed realtors who have completed licensing and post-licensing.

Are you ready to make your business a successful reality? With a mix of personal advising, real world guidance and

simple and effective systems, we’ll help you create every aspect of your realty business. From operations, sales

& budgeting to social media, tech, marketing & branding and more, we’ve got you covered. You’ll

come away with actionable steps and a variety of mix-and-match modules to sustain you on the quest to create a unique formula where realty meets YOUR reality.

Let’s get started! What would you like to accomplish?

teri conrad

agent quest best possible advice for launching your real estate career from the industry leaders

Real Estate

real conversation

people portfolio

new people

real estates

different brands

sustainable business

awesome industry

hard earned wisdom